Need help looking for a job? Tired of hearing silence when you apply on-line? RightChanges Job Search Coach offers tips on how to find a job in this market and how to stand out from your competition. These tips apply whether you are unemployed, misemployed, new graduate, or re-entering the job market.

Sunday, April 25, 2010

Step 1 was Attitude. Attitude is the most important step.If you have given yourself time to process the loss of the job and are looking forward to the next opportunity, then you are ready for the next important step to landing that job.

Step 2 is Aptitude: knowing what you offer a future employer and what makes you better than your competition.

Take the time to inventory (discover and document) your abilities, accomplishments, strengths, values, interests, education, personality, and technical skills. This information will be used to strengthen your resume and to add power to your interview answers. A side benefit is that it reminds YOU how valuable you are.

If, and only if, you have completed Steps 1, 2, and 3 are you ready to create or update your marketing materials. If you have not completed the previous steps, updating your marketing materials and launching your search at this point will sabotage your job search efforts. If you have been in a job search and it has not been going well, revisit the first three steps and then revise your marketing materials.

Complete List of Marketing Materials

The resume is not the only piece of marketing material. In fact there are other pieces of marketing collateral that are just as important as the resume. It is important to have these and use them as they are intended. Let’s look at the entire list and then we will cover each one in detail.

Job seekers are taking a lesson from commercial marketing gurus and creating a brand statement that in a short phrase sets them apart from their competition. I’m sure many of you know which credit card uses the phrases “priceless”. Spend 10 minutes watching television or reading a magazine and you could compile a long list of these.

In the job market of yesterday, job seekers could show up and practically fall into a job. Today the job market is tougher and job seekers have to set themselves apart from their competition and a brand statement helps do that.

Since we are not high paid marketing gurus, it may take a while to come up with the right brand statement that in a few words conveys the right message: the value you bring, the type of challenge you want and excel at. The statement should not need explanation and should be objective, fact based, not subjective or boastful.

Draft up a few brand statements, bounce ideas off of job search professionals whose advice you value, and try them on a few occasions to see the reaction you get.

Although one IT manager was known for taking dysfunctional IT teams and increasing their productivity and quality, the phrase “troubled teams” sounds too much like “troubled teens” so the brand statement “Success at Turning Around Troubled Teams” was not so successful. Once the problem with the brand statement was identified, the problem was quickly fixed and new business cards ordered.

Your brand statement quickly identifies your passion and distinguishes you from you competition.

Elevator Pitch

There are many opinions on the elements of and uses for an elevator pitch. The elevator pitch gets its name from the very concise response that you give to someone in an elevator who says “I thought I knew everyone in this building but I have not seen you before. I’m Sam, What do you do?” You only have a few floors on a moving elevator to answer this question and solicit Sam’s assistance.

The other, slightly longer forms of what people call the elevator pitch have other uses such as introducing yourself at a table of other job seekers at a job networking meeting so they know what you are looking for – down to the list of target companies and previous companies you have worked for. That level of explanation is valuable in that situation. The briefer form of the elevator pitch is the base for which additional information can be added when solicited for further clarification.

Let’s start with the basic form.

The Core Elements to Include

After sharing your name, give the following elements of information in a concise manner:

1) Level of the position you are seeking. Examples of level include “entry level”, “mid level”, “senior level”, “C level” (as in CEO or CIO ), “certified”.

2) Position you seek. Examples combining the level and the position are: Senior Business Analyst, entry level financial analyst, certified project manager.

3) Industry

4) Location. State your preferred geographic area and whether or not you are open to relocation.

5) Closing Question. Indicate your interest in engaging in further conversation by asking a question, in the form of a question, soliciting their assistance.

Let’s put the elements together into a concise (notice the repetitive use of that term) example.

Hi, I’m Janice Smith, I am looking for a Senior Business Analyst position with a software company or a company with a large IT organization, preferable in the Metro Atlanta area but I am willing to relocate within the south east. Do you know anyone in software?

Additional Elements

If time and the interest of the other person allows, you can add the following elements:

a) Your brand statementb) Target companiesc) Further explanation of the type of work you are pursuing

Do Not Get Historical

Sam asked what you did, not what you have done all your life. You will not only waste valuable elevator time if you start to give your life’s history, Sam will only hear Charley Brown’s teacher “wha wha wha wha wha wha” and start to regret asking the question. Unless you are specifically asked, do not say what you have done as that is backward looking and in this job search you are forward looking.

Your elevator pitch is the most portable element of your marketing materials and should be shared with everyone within three feet of you.

Next week we will detail other elements of your marketing materials.

Copyright: The 6 Steps of a Job Search are copyrighted by Crossroads Career Services.

Sunday, April 18, 2010

Step 1 was Attitude. Attitude is the most important step. If you don’t have a positive attitude, it will show in your body language, which is 75-85% of your communication. Since people trust body language over the words you speak, without a positive attitude your body may be screaming “do not hire me”. A negative attitude will also be reflected in the words you say and in the energy you need to perform the job search.

If you do not have a positive attitude, if you are not looking forward to the next opportunity with hope- filled anticipation, do not start your job search; you will be sabotaging your own job search efforts. Instead, work on your attitude until you choose a positive attitude.

If you have given yourself time to process the loss of the job and are looking forward to the next opportunity, then you are ready for the next important step to landing that job.

Step 2 is Aptitude: knowing what you offer a future employer and what makes you better than your competition.

Let’s use the analogy of selling a computer. You would not go before a customer and try to sell a computer without knowing how it works and what makes it better than the competition’s. When asked by the customer “why should I buy this computer?” you would never think of saying “I don’t know” or merely “it’s a good one”. Yet too many job seekers update their resume with just their job history and apply to jobs without really knowing their product (them), being able to articulate how they are unique, and how the company would benefit by hiring them.

Take the time to inventory (discover and document) your abilities, accomplishments, strengths, values, interests, education, personality, and technical skills. This information will be used to strengthen your resume and to add power to your interview answers. A side benefit is that it reminds YOU how valuable you are.

If you have completed Steps 1 & 2, you are ready to move on to Step 3.

Step 3 is Altitude: who is hiring and where you want to work, i.e. your target companies.

Go back to the analogy of selling a computer. You would not consider selling your computer at CVS Pharmacy. CVS is a great pharmacy but it is not a place people go to buy a computer. People who see a computer for sale at CVS would think it must not be very good since it is being sold there. Your PC sales would not flourish at CVS. For your job search, you want to discover where you will flourish and who is hiring. It is only then that you can target your marketing materials, including your resume.

Where You Will Flourish

In Step 2 you should have discovered enough about yourself that you know how you work. You should know what type of environment in which you excel based upon your review of your personality, your career history, and what you liked best and least about each company, each manager, and each position you held. Using that information, identify companies that have the right culture and identify the type of work for which you have a passion. That passion will set you apart from your competition, from the people who are just looking for a job.

Leverage the most underutilized job search tool: the informational interview. The Informational Interview is a great way to get insider information to find out how the company is doing (is it flourishing?) and to find out if it is a company in which you will flourish.

Many of the major cities have business journals or chronicles. Atlanta has the Atlanta Business Chronicle, Chicago has Crains etc. Reading these publications weekly, as soon as they come out, will provide invaluable information about what new companies are moving to town, which are expanding, and which businesses are in trouble. The news also includes names of some of the key people in each company.Only when you have successfully completed the first three steps can you properly update your resume and begin the search. Skipping the first three steps sabotages your job search efforts.

Make use of the Book of Lists available in most major cities that lists all of the area businesses, sliced and diced into various categories (or lists). You should read this book once from cover to cover and make note of the companies that interest you. Since most of the available jobs are in smaller companies, this is a great way to familiarize yourself with the smaller companies in your town that you didn't even know existed.

Next week we will discuss developing and powering up your marketing materials, of which the resume is only one piece.

Sunday, April 4, 2010

In the last article How to Stay Positive in a Job Search, we discussed the importance of a positive attitude in the job search. Attitude is the most important step. If you don’t have a positive attitude, it will show in your body language, which is 75-85% of your communication. Since people trust body language over the words you speak, without a positive attitude your body may be screaming “do not hire me”. A negative attitude will also be reflected in the words you say and in the energy you need to perform the job search.

If you do not have a positive attitude, if you are not looking forward to the next opportunity with hope- filled anticipation, do not start your job search; you will be sabotaging your own job search efforts. Instead, work on your attitude until you choose a positive attitude.

If you have given yourself time to process the loss of the job and are looking forward to the next opportunity, then you are ready for the next important step to landing that job. Step 2 is Aptitude, knowing what you bring to an employer and what makes you better than your competition.

Let’s use the analogy of selling a computer. You would not go before a customer and try to sell a computer without knowing how it works and what makes it better than the competition’s. When asked by the customer “why should I buy this computer” you would never think of saying “I don’t know” or merely “it’s a good one”. Yet too many job seekers update their resume with just their job history and apply to jobs without really knowing their product (them), being able to articulate how they are unique, and how the company would benefit by hiring them.

Every job seeker should take time to inventory (discover and document) their abilities, accomplishments, strengths, values, interests, education, and technical skills.

In addition to recalling this information from memory, job seekers should ask friends, family, former co-workers, former bosses, and gather this information from previous performance reviews and correspondences. These external sources of input are essential. We humans tend to minimize what comes easy to us, we think because it comes so easily it is no big deal where in fact, those skills or traits do not come easily to everyone and it is what makes us unique.

Accomplishments

Prior accomplishments are indicators of future performance, letting hiring managers know the value you will bring to their organization. This information will be useful to you in a variety of ways. Some of your accomplishments and skills will go into your resume and cover letters. Others will be used to answer interview questions. The balance will be used to remind you how valuable you are when you start to get discouraged. This information will also help you identify the environment in which you will flourish.

• Every resume should include previous accomplishments in bullet format in the “above the fold” portion of the resume as well as under the corresponding job.

• The cover letter should list accomplishments that correspond to the requirements (see the article The Most Powerful Cover Letter: http://rightchangesjobsearchcoach.blogspot.com/2010/03/most-powerful-cover-letter.html).

When asked their top five strengths, most job seekers give the same reply, “I’m a people person, I’m organized, results oriented, multi-tasker, and have a strong work ethic blah blah blah”. To stand out as a candidate, identify and learn to articulate your unique strengths. One approach is to take the on-line strength assessment that is offered when you purchase the book Strength Finders 2.0 by Tom Rath.

Values & Interests

The passion a job seeker shows in an interview sets them apart from other candidates. Find your passion.

Document your values to help you identify companies you would not work for based on the products they sell or the values they hold (ex. tobacco) and companies you would love to work for because of the causes they represent and forward (ex. ecology / green).

Consider how you can combine your skills and your interests. One job seeker wanted to pursue a job as a property manager. The same job seeker also had an interest in golf. That person is now a property manager of a resort. Not all interests will combine with your skills into the perfect job; consider it though.

Education & Technical Skills

Most, if not all, job seekers know to include college education and professional certificates on their resume. Job seekers should record all training they have taken even though this information will not make it onto the resume. These records should include seminars, webinars, and extensive self-study the job seeker has taken.

List all technical skills (software, hardware, and equipment) even if the technology is no longer current.

Why, you ask, should you record education that will not be used on the resume and technical skills for a technology that is no longer current? The answer is so you can use this information in an interview. When asked during an interview if you know a certain skill or concept that you do not know well or have experience with (ex. MS Excel) instead of saying “no” you can draw on something similar that you do know (ex. Lotus 1-2-3-) to illustrate your ability with that skill or concept (ex. spreadsheets).

This job market is tough and requires a more active sales approach. Knowing your product (you) and articulating what makes you a perfect fit for the job will increase the effectiveness of your resume, your networking, and your interviews.

Next week we will look at Step 3 – Altitude – who is hiring and where you want to work, i.e. your target companies.

Only when you have successfully completed the first three steps can you properly update your resume and begin the search. Skipping the first three steps sabotages your job search efforts.

Other Tips

In this competitive market, every little trick helps. RightChangesJobSearchCoach.blogspot.com will give a tip for job seekers each week.
Name Badge
Use an experienced salesperson’s tip. Wear your name tag on the right so your name is in the line of sight of the people you shake hands with, making it easier for them to remember your name.

Body LanguageExcuse me - What did your body language say again? Over 80% of communication is non verbal. It is essential for you to know how to read your contact’s and interviewer’s body language so you can judge the effect of what you are saying verbally. It is also essential for you to control your own body language. The following are some brief tips.

1) Leaning forward shows interest.
2) Eye contact establishes trust with the other person.
3) Do not cross anything (arms, legs, etc.). Crossing indicates you are closed to or guarding against the person or what is being said.
4) Keep your hands within sight to show you are not hiding anything. Did you know that shaking hands started as a way to show you are not carrying a weapon?

Read more on body language and see if you may be saying one thing and your body another. The library, the web, and discount bookstores have a lot on this topic.

Do Something for Yourself

You are looking for a job so money is tight or you are budgeting more closely than ever before. This tip may seem counterintuitive but it is worth every penny. The tip: Do something for yourself that would make you proud! Whether it is to lose weight, take classes, splurge on a new interview suit or jacket, get a new hair cut or color the grey, or get new more contemporary glasses, just do it! Your self confidence level will increase. You may even meet a great networking connection that way.

This does not need to cost a lot. There are less expensive, money saving options too.

Classes: The state has programs that will cover the cost of training. Some colleges let people audit classes for free and there are links for free on-line courses. Libraries and other organizations offer seminars. During an interview, when you are asked what you have been doing since you were laid off, they will see that you have continued to develop yourself and expand your interests.

Instead of the gym: If you want to lose weight but cannot afford a gym membership, then walk the mall 1 hour non-stop several times a week. You don’t have to be an early riser either; you can find mall walkers at all hours. Check with your favorite malls. In some malls, the anchor stores close later than the other stores, so you can walk the mall without the crowds.

Eyeglasses: Several eye glass stores have "two for one" specials. Go in halves with someone on the cost.

New Interview Suit or jacket: Now is the time to shop. The stores are already marking down clothes for the new season. Watch the paper for additional discounts and coupons. Go on the web and see if the store has on-line coupons available there. You would be amazed at the savings.

You don't need to spend a lot but do something just for you that you are proud of and enjoy it!

Read Who Moved My Chesse and the Prayer of JabezCheese and Jabez: Change is hard and being on the job market is one of the most stressful changes in a person’s life. RightChanges asks every client to (re)read Who Moved My Cheese. It can be read in less than one hour and has a great message on accepting change.

Another recommended book is the Prayer of Jabez. It is based on a single verse in the Bible and reminds us that God has a storehouse of blessings for us; we just have to ask. Check these out at your local library.